MidtermSalesMGT-WPS_Office5B15D.doc - Sales management Selling An art of persuading the customer to believe that purchase of the product or service will

MidtermSalesMGT-WPS_Office5B15D.doc - Sales management...

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Sales management Selling - An art of persuading the customer to believe that purchase of the product or service will actually benefit him or her. Contrasting marketing and selling Marketing – concept hold that the key to achieve that organizational goals consist of company being more effective than competitors in creating , communicating and delivering. Marketing shows how to reach to the customers and build long lasting target market Selling – concept holds that customers and business , if left alone will ordinarily not buy enough of the organizations product Ultimate result of marketing is selling Role & skills of modern sales managers – in context of survival & growth Modern sales manager have to play the role of a team leader in implementing strategic plans By giving key inputs for developing long term sales plan Sales forecasting Sales force management Evolving sales & marketing strategies Building long term relationship with Key Clients Principles & process of effective selling 1. Prospecting and qualifying 2. Pre-approach 3. Approach 4. Presentation and demonstration 5. Overcoming objections 6. Negotiation 7. Closing and follow up 8.After sales Service Intangibility is one of several unique challenges in selling a service versus a product. Service Selling 1. Strategy – Focus on customer need 2. Strategy – Focus on your expertise 3. Strategy – Focus on value 8 Types & classifications of selling 1. McMurry Arnold Classification 2. Derch Newton Classification 3. Consumer indirect selling 4. Group selling 5. Telesales 6. Franchise selling 7. International selling 8. Concept selling 18 Qualities of good sales people 1. They don’t think terms of sales but rather in terms of concerning a business 2. They listen more than they speak, getting an understanding of the needs of customers and then finding solution 3. They build their business- one customer at a time and then always influence the last customer into more and more customers. 4. They deliver more than the promise and promise a lot 5. They invest their time in those things that positively affect their and spending time our those things are irrelevant. 6. They are always in quest of never, better and faster conduct to increase their sales effort. 7. They are willing to invest in community, relationship building and networking 8. they are zealous about selling 9. They don’t depend on market conditions for their and instead of that rely on their own actions 10. They gather overachieves around themselves and have little time for those who don’t create opportunities 11. They never accept adjustments 12. They think that failure is the initial step of success 13. They never give up on unsold patrons, knowing that someday those customers will buy 14.
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  • Winter '16
  • jane coon

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